Territory Sales Manager - Central Region

Sales

About the job

At Nutricia, a company of Danone, we are pioneering nutritional solutions to help people live longer, more joyful and healthier lives. Our ultimate goal is to help make the next generation healthier than this one. We are currently looking to hire a Territory Manager based in CO, MN, MO, NE, or WI

This role is fully remote with the opportunity to work from a home office. The Central territory covers NE, MN, MO, KS, CO, IA, UT, ID, MT, WY, ND, SD.

In this role, you will be responsible for:

Driving Metabolic and Ketogenic product sales in his/her territory based on quotas set forth by the sales management department. Primary detailing will be focused on Metabolic and Ketogenic Centers, hospitals, Geneticists, Registered Dietitians to include Metabolic and Ketogenic Dietitians, local HHC/ DME partners, State DOH, Pharmacies, and local distributors while supporting local and regional efforts and projects. The Metabolic and Ketogenic Territory Manager will also be responsible for generating demand by targeting key HCPs and reaching consumers through strategic Metabolic & Ketogenic Consumer events.

1. Territory Management

• Build partnerships with key customers and key centers.
• Responsible for outbound promotion of Nutricia's products and services with an understanding of how access, coverage, and fulfillment will affect individual state selling strategies.
• Independently collaborate with regional DME and distribution partners, as needed, to increase sales and close new business. Collaboration with the Coverage Team and external suppliers or providers may be necessary.
• Consultative selling and promotion of products within customer segments in assigned territory through communicating with medical practitioners, dietitians and nurses. Plans and conducts programs and activities (in-services, continuing health education programs, regional meetings, etc.) that will drive growth of brands and products in territory.
• Represent Nutricia at industry trade shows when beneficial for territory.
• Consultative selling and promotion of products to key home health care/DMEs within the region and locally to develop strategic partnerships that will drive growth of brands and products in the territory and region.
• Facilitate strategic Metabolic & Ketogenic consumer events.

2. Business Planning

• Develop a strategic territory business plan with an emphasis on access, coverage, and fulfillment.
• Focus on business planning steps within span of control, as well as needs from cross functional partners. Regularly review and update the business plan quarterly and as directed by the Regional Sales Manager.
• Provide analytic insight into territory data, issues, and opportunities, utilizing all available company resources.
• Participate in team meetings as required to report on overall territory status and provide feedback.
• Manage annual budget for territory activities and programs.
• Share new product ideas/suggestions, market trends and competition.
• Develop and deliver quarterly/bi-annually, or at frequency directed by the National Sales Director, business reviews with key strategic business partners.

3. Account Management

• Identify opportunities in their accounts that require a multifunctional team approach and work with the team to set an objective that will drive sales.
• Serve as main point of contact for their assigned accounts.
• Use company tools/resources appropriately to move towards achievement of goal(s) for the assigned accounts.
• Build sales strategies and establish partnerships with key customers and key centers, to include Lunch and Learns, P2P events, customer business reviews, and related activities that generate sales, based on business needs.

4. Administration

• Utilize Nutricia’s sales force automation tools (SalesForce.com, Veeva) to document all contacts. Enter Salesforce.com/Veeva documentation (pre/post-call planning, call reports, call notes, calendar updates, etc.) daily and synchronized twice a day.
• Utilize Power Bi to monitor and track sales results. Provide analytic insight to territory data, issues, and opportunities, utilizing all available company resources.
• Provide Quarterly Business Review (QBR) to manager regarding territory business strategies and tactics to drive sales.
• Complete and submit expense reports in accordance with Nutricia’s T&E policy.
• Manage territory sample budget and expenses.
• Participate in team meetings as required to report on overall territory feedback.
• Coordinate with Meta keto Sales Mgr. to conduct field ride-along schedule, objectives, and expectations.
• Plan field visits a minimum of 2 weeks in advance to maximize selling efforts & stay within T&E policy guidelines

5. Miscellaneous responsibilities

• Identification of and effective communication of all company products/benefits to appropriate health care professionals and clients using accurate product information and persuasive sales presentation techniques.
• Attend and participate in corporate meetings and national/regional sales meetings.
• Accurate reporting and resolution of client problems, escalating as appropriate
• Identify, plan/create, manage and facilitate sales events based on business needs to include Metabolic Consumer Events, Ketogenic Cooking Classes/ Consumer Events, & Local/Regional Trade Shows, as applicable and as directed by Meta Keto Sales Manager based on business needs.

About you

Minimum qualifications:

• Bachelor’s Degree
• 5+ years of sales experience in the pharmaceutical, nutrition, and/or medical equipment (DME/HHC) industry or 5+ years of clinical experience in healthcare practitioners’ offices, hospitals, (DME/HHC), and/or medical facilities.
• Proficient experience in Microsoft Office and CRM tools
• Medical Nutrition experience and industry knowledge preferred.
• Registered Dietitian (RD), Licensed Dietitian (LD) or Registered Nurse (RN) preferred.
• Must reside in the assigned territory

Knowledge, skills and abilities:

• Strong business acumen.
• Ability to deliver results, set priorities and engage in energetic and focused actions
• Ability to interpret market research, sales, volume, and consumption data and make sound judgments and recommendations
• Ability to develop strategic business plans
• Ability to manage a large territory through effective routing and planning

About Danone

At Danone North America, you’ll work with some of the best-known food and beverage brands in the world like Activia, Silk, Two Good, Oikos, Evian, and Happy Family. You’ll be part of one of the largest Certified B Corps™ in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.

Danone North America doesn’t just welcome what makes you unique, we value it. We’re proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect.

Job details

Dedicated to bringing health through food to as many people as possible, we are a leading global food & beverage company built on four businesses: Essential Dairy and Plant-Based Products, Waters, Early Life Nutrition and Medical Nutrition.